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Selling can be one of the most off-putting aspects of being your own boss. The good news is, it’s a skill anyone can develop. Read on to find out how …

Ever found yourself saying or thinking the following?

“The last thing I want to be is a pushy salesperson”

 “I’m no good at haggling.”

 “It’s manipulating people isn’t it? Hate all that.”

“I’ve got a great product that sells itself. I don’t need to pester people for business.”

These are common perceptions, and they’re driven by one emotion – fear. Fear of rejection. Fear that we won’t meet people’s expectations. Fear of looking foolish or greedy.

It’s good to acknowledge these secret fears: we’re all human and we all have them. Then move on. Because selling is really about being true to yourself.

Think of the last time you saw a brilliant film, and wanted to recommend it to a friend you knew would like it too.

You described what was great about the film, bringing out the points that would especially appeal to them. Your whole expression and way of talking conveyed your enjoyment.

You had all the facts to hand – who was in it, where and when you saw it, how long it was, how easy it was to book. And you wouldn’t think twice about saying ‘You’d love it.’

That’s selling! We do it all the time. It works, because enthusiasm and knowledge are an irresistible combination. It’s what you need to tap into when recommending your product or service.

Ah, you might be thinking, but selling to customers is different. They don’t know me, so why should they trust me?

Good point. That’s why it’s so important to build relationships with your customers. Get to know their likes and dislikes, show them you care about them, and earn their trust by delivering on your promises.

The other part of being a good salesperson is being well organised.

Know your stuff. Anticipate customers’ questions or worries. If you’re meeting face to face, make the right impression with your appearance and presentation. If it’s over the phone, be clear and succinct.  In both cases:

·          Listen more than you talk

·          Stay relaxed when discussing costs

·          Try to gain an order, or some form of further contact.